Cliff Clavin, Sales Genius
Do you remember Cliffy? He was the iconic postal worker on "Cheers," the sitcom set in Boston. Cliff Clavin is the very definition of a Mr. Know It All. There was nothing that Cliff didn’t have an opinion about, even if he had no knowledge of the subject. I think we all know a Cliff Clavin or two. They are insanely annoying, can be bores, and are the last person you would want to sit next to at a dinner party or on a delayed flight to China. Very quickly, you would get tired of hearing the phrase, “It’s a little known fact that ...”
And yet there is a power and value to possessing general information. Perhaps Cliff is onto something.
The best leads are those that we find in our own life. I call it being sales-curious. You should constantly be on the lookout for opportunities as they can be found in even the most mundane places.
One thought is to pick up subscriptions of The Wall Street Journal and The New York Times, then peruse the pages looking for stories that might scream for your attention:
- Used car sales are off by 25%
- Mortgage rates will increase soon
- Banks can now sell life insurance
While none of these issues have anything to do with print, they all have the potential. By paying attention and reading between the lines, you can have the skill of a Cliff Clavin without the personality.
Now sit down and have a beer with Normy (“Nah-mee” in Boston-speak).
Hey! My new book is out. It’s called "The 25 Best Sales Tips Ever!" You’ll never guess what it’s about. For more information, go to The25BestSalesTipsEver.com
And my new Lead-Generation/Vertical Market program
Bill Farquharson is the president of Aspire For and is a sales trainer for the graphics arts industry. Email him at firstname.lastname@example.org or call (781) 934-7036. Farquharson is also the author of the book, "The 25 Best Sales Tips Ever!" which can be purchased on Amazon. For more information, go to www.25BestSalesTipsEver.com